Key Facts

Remote From:

United States

Full time

Mid-level (2-5 years)

120 - 160K yearly

English

Hard Skills

High Performance Computing Solution Selling Channel Sales Account Management Technical Sales Account Management Demonstration Skills Territory Expansion Market Analysis Sales Reporting +7 more

Other Skills

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Collaboration
•
Communication
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Relationship Building
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Negotiation

Roles & Responsibilities

Bachelor’s degree in engineering, Computer Science, Aerospace, Business, or equivalent experience
At least 5 years of experience selling embedded compute, semiconductor, or IoT hardware into OEM accounts
Proven track record of OEM design wins and production ramp revenue
Existing relationships with drone, robotics, or defense companies in the Western U.S

Requirements:

Own and exceed quarterly and annual revenue quota for Drone and Robotics accounts across the Western U.S.; build a 4x pipeline coverage ratio and drive OEM design wins from evaluation through production ramp
Prospect, qualify, and close new OEM customers across the Western region; engage engineering, procurement, and executive stakeholders; act as primary point of contact for key accounts; partner with Field Applications Engineers to support evaluations and demonstrations
Leverage distribution partners to grow pipeline and close opportunities; drive joint account planning with partners; work with manufacturer representatives to expand regional coverage
Provide accurate forecasting and maintain CRM data integrity; deliver regular territory updates to leadership; ensure all sales activities and opportunities are properly documented

Lantronix

About Lantronix

Lantronix enables its customers to provide intelligent, reliable, and secure IoT and OOBM solutions while accelerating time to market. Lantronix’s solutions dramatically simplify the creation, development, deployment, and management of IoT projects while providing quality, reliability and security across hardware, software, and solutions.With three decades of proven experience in creating robust machine-to-machine (M2M) technologies and OOBM solutions, Lantronix is an innovator in enabling its customers to build new business models, leverage greater efficiencies and realize the possibilities of the Internet of Things. Lantronix’s solutions are deployed inside millions of machines at data centers, offices, and remote sites serving a wide range of industries, including energy, agriculture, medical, security, manufacturing, distribution, transportation, retail, financial, environmental, and government.

Company type: SME

Founded: 2018

Company size: 201 - 500

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Job description

**This position is remote in the US, ideal locations include (not limited to): WA, OR, West Coast.**

Job Summary

Lantronix is seeking a driven, technically fluent Regional Sales Manager to own and grow embedded compute and connectivity revenue within the Drone, Robotics, and Autonomous Systems vertical across the Western United States. This is a hunter-first role built for a seller who understands OEM design cycles, can engage credibly with hardware engineers and program managers, and has the relationships and market presence to open new logos and drive them from evaluation through production ramp. You will be the primary Lantronix field presence in the Pacific Northwest, targeting drone OEMs, robotics integrators, defense sub-primes, and commercial autonomy companies. Working closely with internal teams and partners, you will position Lantronix SOM platforms and IoT connectivity solutions as the design-in standard for autonomous systems. This role sits at the intersection of technical credibility and revenue execution, requiring strong relationship building, pipeline ownership, and solution-oriented selling.

Job Responsibilities

Revenue and Pipeline Ownership

- Own and exceed quarterly and annual revenue quota for Drone and Robotics accounts across the Western U.S.
- Build and maintain a 4x pipeline coverage ratio with strong stage progression
- Drive OEM design wins from evaluation through production ramp
- Develop and execute a quarterly territory plan covering target accounts and opportunities

Business Development and Account Management

- Prospect, qualify, and close new OEM customers across the Western region
- Engage engineering, procurement, and executive stakeholders
- Act as primary point of contact for key accounts and expand relationships
- Partner with Field Application Engineers to support evaluations and demonstrations
- Identify competitive threats and develop strategies to win business

Channel and Partner Engagement

- Leverage distribution partners to grow pipeline and close opportunities
- Drive joint account planning with partners
- Work with manufacturer representatives to expand regional coverage
- Represent the company at industry and trade events

Forecasting, Reporting and CRM Discipline

- Provide accurate forecasting and maintain CRM data integrity
- Deliver regular territory updates to leadership
- Ensure all sales activities and opportunities are properly documented

Market Intelligence and Collaboration

- Conduct market and competitive research in drone and robotics industries
- Share insights with product and marketing teams
- Translate customer needs into product feedback
- Support marketing initiatives and customer engagement efforts

Education and Experience

Bachelor’s degree in engineering, Computer Science, Aerospace, Business, or equivalent experience
At least 5 years of experience selling embedded compute, semiconductor, or IoT hardware into OEM accounts

Qualifications and Skills

Required

- Proven track record of OEM design wins and production ramp revenue
- Existing relationships with drone, robotics, or defense companies in the Western U.S.
- Strong technical knowledge of embedded systems, connectivity, and Edge AI concepts
- Experience managing long and complex sales cycles
- Strong CRM discipline and forecasting accuracy

Preferred

- Experience with defense or autonomous vehicle programs
- Familiarity with embedded compute ecosystems
- Understanding of UAV systems and sensor technologies
- Experience with compliance frameworks such as NDAA or ITAR
- Channel sales experience with major distributors or VARs

Location

Remote, Western United States (Washington, Oregon, and surrounding region preferred)

**Estimated salary: $120,000 - $160,000 (USD)**

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